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What B2B Buyers Want: A Survey of 1053 Purchasing Professionals

It’s no secret. Today’s B2B buyers want the easy, tailored purchasing experience they enjoy in their consumer lives. Even for the B2B purchaser, a personalized experience is paramount, and speed is non-negotiable. With the projection that 44% of B2B buyers will transact more than half their purchases digitally by 2020, B2B businesses need to continually improve upon the sales experience to meet buyer expectations.

To help you in your consideration of how to meet the new B2B buyer’s expectations, PROS worked with Hanover Research to survey the perspectives of over 1,000 purchasing and procurement leaders on what was important to them in the buying experience.

In this white paper, you’ll get an inside look into B2B buying professionals’ perspectives on:

  • Adopting self-serve purchasing
  • Technology-driven offer personalization
  • Data science driven pricing
  • How much B2B buyers need and value speed
  • Working with sales people
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